ARTIFICIAL INTELLIGENCE
AND NEGOTIATION
Víctor Sánchez Anguix
Social and Economic Computing
27 de Julio de 2011
FIRST PART
ARTIFICIAL INTELLIGENCE
AND NEGOTIATION?
Artificial Intelligence and Negotiation?
• What is artificial intelligence?
Thinking Humanly
Thinking Rationally
Acting Humanly
Acting Rationally
[1] S. Russell, P. Novig. “Artificial Intelligence: A modern approach. 3rd Edition”. Pearson. 2010
Artificial Intelligence and Negotiation?
• What is negotiation?
Negotiation is a process in which a joint decision is made by two or
more parties. The parties first verbalize contradictory demands and
then move towards agreement by a process of concession-making or
search for new alternatives [2]
Negotiation is a basic means of getting what you want from others. It is a
back-and-forth communication designed to reach an agreement when you
and the other side have some interests that are shared and others that are
opposed [3]
[2] D. G. Pruitt. “Negotiation Behavior”. Academic Press. 1981
[3] R. Fisher, W. Ury, and B. Patton. “Getting to yes: negotiating agreement without giving in. 2nd Edition”. Penguin
Group. 1981
Artificial Intelligence and Negotiation?
• Are both disciplines compatible?
– Yes!!
– Goal: Grant software with the capability to
negotiate and understand negotiation
processes
– Means: Computational negotiation models
• Preference/Utility Models
• Negotiation Protocol
• Negotiation Strategy
Artificial Intelligence and Negotiation?
• Synergies between both fields:
Thinking Humanly
Negotiation
Support
Systems
E-marketplaces:
Automated
Negotiation
Social Simulation
Acting Humanly
Thinking Rationally
Acting Rationally
Artificial Intelligence and Negotiation?
• E-marketplaces: Automated Negotiation
– Thinking Rationally & Acting Rationally
– Goal: Optimality according to the available
information
• Pareto Optimality
• Nash Bargaining Point
– Examples: Ebay, Amazon, etc…
– Approaches:
• Algorithmic Game Theory
• Bounded Rationality Approaches & Heuristics
• Mechanism Design
Artificial Intelligence and Negotiation?
• Social Simulation
– Thinking Humanly & Acting Humanly
– Goal: Mimick human behavior to provide
predictions
• Emotions, cultural factors, social identity
theory, etc.
– Examples: Supply chain simulation
– Uses:
• Pilot experiments
• Train real negotiators
• Predict the effect of new environmental
conditions
Artificial Intelligence and Negotiation?
• Negotiation Support Systems
– All-rounder!
– Goal: Support one/all parties to reach an
efficient agreement
– Examples: AutoMed, Persuader
– Approaches:
• Enforcement/Recommendation
• Best Response Mechanism
• Reasoning about the opponent
SECOND PART
CURRENT PROJECTS
Current Projects
• Work in progress:
E-marketplaces for
Negotiation Teams
E-marketplaces for
farming
cooperatives
Cultural Factors in
Negotiation Teams
Acting Rationally
Acting Humanly
Thinking Rationally
Thinking Humanly
Current Projects
• E-Marketplaces for Negotiation Teams
– Thinking Rationally & Acting Rationally
– Electronic marketplace for groups (e.g.,
travelling friends, customer coalitions, etc)
– Scenario: 1NT vs 1 Opponent
– We propose 4 different team dynamics and
study (experimentally) their optimality in
different environments
– Partners:
Current Projects
• E-Marketplaces for Farming
Cooperatives (early stages)
– Thinking Rationally & Acting Rationally
– Get closer cooperatives and consumers
– Take into account cooperative members’
interests
– Partners:
Current Projects
• Cultural Factors in Negotiation Teams
– Thinking Humanly & Acting Humanly
– Computational models: How cultural
factors affect team dynamics
– Cultural Factors based on Hofstede’s work
• Power Distance
• Individualism/Collectivism
– Partners:
THIRD PART
BIBLIOGRAPHY
Bibliography
•
General Artificial Intelligence:
–
–
•
Negotiation:
–
–
–
–
•
S. Russell, P. Novig. “Artificial Intelligence: A modern approach. 3rd Edition”. Pearson.
2010
Y. Shoham, K. Leyton-Brown. “Multiagent Systems: Algorithmic, Game-Theoretic, and
Logical Foundations”. Cambridge Press. 2010
D. G. Pruitt. “Negotiation Behavior”. Academic Press. 1981
R. Fisher, W. Ury, and B. Patton. “Getting to yes: negotiating agreement without giving
in. 2nd Edition”. Penguin Group. 1981
H. Raiffa. “The Art and Science of Negotiation”. Harvard University Press. 1982
D. Pruitt, J. Rubin, S. H. Kim. “Social conflict: Escalation, Stalemate, and Settlement”.
McGraw-Hill. 2003
Automated Negotiation:
–
–
–
–
N.R. Jennings, P. Faratin, A. R. Lomuscio, S. Parsons, C. Sierra, and M. Wooldridge.
“Automated Negotiation: Prospects, Methods and Challenges”. Group Decision and
Negotiation Journal . 2000
F. Lopes, M. Wooldridge, and A. Q. Novais. “Negotiation among autonomous
computational agents: principles, analysis and challenges”. Artificial Intelligence
Review (2008)
S. Kraus. “Negotiation and Cooperation in Multi-Agent Environments”. Artificial
Intelligence (1997)
A. R. Lomuscio, M. Wooldridge, and N. R. Jennings. “A classification scheme for
negotiation in electronic commerce”. Group Decision and Negotiation Journal. 2003.
Bibliography
•
Social Simulation:
–
•
Negotiation Support Systems:
–
–
•
K. P. Sycara. “Machine Learning for intelligent support of conflict resolution”. Decision
Support Systems. 1993
M. Chalamish, and S. Kraus. “AutoMed: an automated mediator for multi-issue
bilateral negotiations”. 2011
Negotiation Teams:
–
–
•
G. J. Hofstede, C. M. Jonker, and T. Verwaart. “Cultural Differentiation of Negotiating
Agents”. Group Decision and Negotiation Journal. 2010
V. Sanchez-Anguix, V. Julian, V. Botti, and A. Garcia-Fornes. “Analyzing Intra-Team
Strategies for Agent-Based Negotiation Teams”. 10th International Conference on
Autonomous Agents and Multiagent Systems (AAMAS 2011)
L. Thompson, E. Peterson, and S. Brodt. “Team Negotiation: An examination of
integrative and distributive bargaining”. Journal of Personality and Social Psychology.
1996
Cultural Factors:
–
–
M. Gelfand, and J. Brett. “The Handbook of Negotiation and Culture”. Stanford
Business Books. 2004
G. Hofstede. “Culture’s consequences , comparing values, behaviors, institutions, and
organizations across nations”. Sage Publications . 2001
ARTIFICIAL INTELLIGENCE
AND NEGOTIATION
Víctor Sánchez Anguix
Social and Economic Computing
27 de Julio de 2011